10 Best CRM Software for Sales Teams in 2024

10 Best CRM Software for Sales Teams in 2024

Updated June 19, 20263,669 words8 tools compared

Choosing the right CRM software can make or break your sales team's productivity and revenue targets. Whether you're a startup managing your first 100 customers or an enterprise scaling across multiple regions, the CRM you select directly impacts how quickly your team closes deals and manages relationships.

In this guide, we've analyzed the 10 best CRM platforms specifically designed for sales teams. We'll break down pricing, key features, real pros and cons, and help you identify which platform matches your team size, budget, and sales methodology. Rather than listing marketing claims, we focus on what these tools actually deliver for sales professionals who need to track leads, manage pipelines, and hit quota.

Let's dive into the options that can transform how your sales organization operates.

Quick Comparison

ProductBest ForStarting PriceRatingKey Feature
HubSpotSMB to EnterpriseFree / $45/mo4.5/5Integrated marketing + sales + service
SalesforceEnterprise$25/user/mo4.4/5Advanced customization and AI automation
PipedriveSMB$14.90/user/mo4.6/5Visual pipeline management
CloseStartups$49/user/mo4.5/5Built-in calling, email, SMS
FreshsalesSMBFree / $15/user/mo4.3/5AI-powered lead scoring
AttioStartupsFree / $29/user/mo4.4/5Fully customizable workflows
FolkStartupsFree / $20/user/mo4.2/5Multi-channel data integration
Monday CRMSMB teamsCustom pricing4.3/5Work OS flexibility
CopperGoogle Workspace teamsCustom pricing4.4/5Gmail and Google Workspace integration
Zoho CRMSMB to EnterpriseFree / $18/user/mo4.2/5Affordable scalability

Scroll horizontally to see all columns

Detailed Reviews

In-depth analysis of each platform to help you make the right choice.

#1

HubSpot

Top Pick

Best For: SMB to enterprise sales teams wanting an integrated platform; teams already using HubSpot for marketing or service

HubSpot dominates the SMB to enterprise space because it combines a genuinely free CRM with the ability to scale into a full revenue platform. The free tier includes contact management, basic automation, and sales pipeline tools—no credit card required. For growing sales teams, the paid tiers ($45-$3,200/mo) unlock email tracking, advanced workflows, and integration with HubSpot's marketing and service hubs, creating a unified system for managing the entire customer lifecycle.

Pricing: Free tier (limited); Professional $45/mo; Enterprise $3,200/mo. Per-seat pricing for some plans.

Key Features

  • Contact and company management with custom properties
  • Sales pipeline visualization with automated deal tracking
  • Email tracking and logging integration (Gmail and Outlook)
  • Workflow automation for follow-ups and task creation
  • Integration with 1,500+ apps including Slack, Zapier, and Microsoft Teams

Pros

  • +Truly free tier that doesn't expire or limit contacts—ideal for testing
  • +Excellent integration ecosystem connects to virtually any tool your team uses
  • +Strong reporting and analytics built into every plan
  • +Intuitive interface requires minimal training for new users
  • +Customer support quality scales with your plan tier

Cons

  • -Free plan lacks critical features like email tracking that paid tiers offer
  • -Pricing increases significantly as you add users and upgrade tiers
  • -Advanced customization requires custom coding or expensive app marketplace solutions
  • -Can feel bloated if you only need CRM functionality (marketing features not needed)

Verdict

HubSpot is the safest choice for teams that want a proven, scalable platform without upfront risk. The free tier alone justifies a trial, and paid tiers work well for mid-market teams. Not ideal for enterprises needing deep customization without developer involvement.

#2

Salesforce

Best For: Enterprise sales organizations with complex requirements, multiple sales teams, and dedicated admin/IT resources

Salesforce holds the #1 enterprise CRM position for a reason: it handles complex sales organizations with multiple business units, approval workflows, and customization requirements that would break simpler platforms. At $25/user/month minimum, it's expensive, but enterprises with 50+ sales reps often find the cost justifiable. The platform now includes Einstein AI for predictive analytics, automated outreach suggestions, and deal scoring—features that help massive teams prioritize where to focus attention.

Pricing: $25/user/month (Essentials) to $500+/user/month (Unlimited). Implementation and consulting often 2-3x the software cost.

Key Features

  • Unlimited customization through Apex code, flows, and Lightning components
  • Einstein AI for predictive lead scoring and opportunity management
  • Advanced permission sets and approval workflows for complex organizations
  • Forecasting tools with multi-dimensional analysis
  • Comprehensive audit trails and compliance reporting

Pros

  • +Unmatched customization depth handles virtually any complex sales process
  • +AI features improve with data accumulation—compound value over time
  • +Strong ecosystem of certified partners for implementation and optimization
  • +Superior data governance and security certifications (SOC 2, ISO 27001)
  • +Handles high-volume transactions and multi-currency/multi-language scenarios

Cons

  • -Steep learning curve and implementation timelines (3-6 months typical)
  • -Requires dedicated admin or consulting budget to maintain configurations
  • -Total cost of ownership often $50-100+ per user when including implementation
  • -Can feel over-engineered for straightforward sales processes
  • -Mobile app lags behind web interface in functionality

Verdict

Salesforce is the right choice for mature organizations where a dedicated team manages the CRM and complexity is a feature, not a bug. For startups or teams without IT resources, the overhead will feel excessive and unaffordable.

#3

Pipedrive

Best For: Small to mid-market sales teams with 3-20 reps; teams with linear or moderately complex sales cycles

Pipedrive stands out as the CRM built by sales professionals who understood what reps actually need: a visual pipeline, quick deal updates, and minimal data entry. At $14.90/user/month, it's the most affordable solution among serious platforms. The interface puts deal stages front-and-center—you can literally drag deals across a visual pipeline to match how your brain thinks about your sales process. It's particularly strong for teams with straightforward sales cycles (not multi-stage enterprise deals).

Pricing: $14.90/user/month (Basic); $29/user/month (Advanced); $49/user/month (Professional); $99/user/month (Enterprise). Free 14-day trial.

Key Features

  • Visual deal pipeline with drag-and-drop stage management
  • Activity timeline showing all emails, calls, and meetings in chronological order
  • Built-in phone dialer with call recording (Professional plan+)
  • Email integration with Gmail and Outlook (auto-logging)
  • Automation for repetitive tasks (reminders, activity assignments)

Pros

  • +Most intuitive interface for sales reps—minimal training required
  • +Lowest per-seat cost among feature-rich platforms at $14.90
  • +Mobile app is genuinely functional (not just a companion tool)
  • +Strong reporting focused on pipeline health and conversion metrics
  • +Excellent for teams with straightforward sales methodologies (MEDDIC, etc.)

Cons

  • -Pipeline view is the core feature—other CRM functions feel secondary
  • -Limited advanced workflow automation compared to HubSpot or Salesforce
  • -Customization is basic (custom fields and some automation rules, but not deep)
  • -Smaller app ecosystem means fewer third-party integrations available
  • -Lacks the multi-language/multi-currency sophistication of enterprise platforms

Verdict

Pipedrive is the best choice for SMB sales teams that need an affordable, fast-to-implement CRM without complexity. If you have a sales process that doesn't fit a linear pipeline, or you need deep customization, look elsewhere.

#4

Close

Best For: Startups and SMBs with inside sales teams; teams making 50+ calls per day

Close is built specifically for inside sales teams that live on the phone and email. Unlike platforms that added calling later, Close was designed around the premise that your CRM should include dialing, messaging, and email in one place. At $49/user/month, it's pricier than Pipedrive but includes functionality that would cost extra elsewhere. The AI follow-up automation is particularly useful for high-volume teams that need to stay on top of leads without constant manual reminders.

Pricing: $49/user/month (flat rate, all features included). Free 14-day trial available.

Key Features

  • Built-in click-to-dial phone system with call recording
  • SMS and email integrated in the same conversation view
  • AI-powered follow-up automation captures context and suggests next steps
  • Call transcription and recording analysis
  • Lead scoring based on engagement signals

Pros

  • +Phone, email, and SMS in one interface—no switching between tools
  • +Call recording and transcription native to the platform (not an add-on)
  • +AI follow-up system learns from past interactions to suggest timing and messaging
  • +Flat-rate pricing ($49/user regardless of features) is refreshingly transparent
  • +Strong for teams with high call volumes (call dialing is genuinely fast)

Cons

  • -Highest starting price in the startup category ($49/user)
  • -Less focus on pipeline visualization compared to Pipedrive
  • -Customization options are limited—you get what Close built, not what you configure
  • -Smaller user community means fewer templates and best practices published
  • -Phone system quality depends on your internet connection (VoIP limitations)

Verdict

Close is worth the premium if your team's primary activity is calling and emailing. The built-in communication tools eliminate the context-switching tax that kills productivity in other platforms. Less ideal if your sales cycle requires complex deal structures or multi-stage approvals.

#5

Freshsales

Best For: SMB sales teams wanting AI capabilities at affordable pricing; teams prioritizing lead quality over quantity

Freshsales occupies a compelling middle ground: it's affordable ($15/user/month), includes AI-powered features standard in expensive platforms, and requires minimal setup. The AI lead scoring automatically identifies which leads are most likely to convert based on historical data—a feature that typically costs thousands extra elsewhere. For SMBs that need AI assistance but can't justify Salesforce's complexity or cost, Freshsales punches above its weight class.

Pricing: Free tier (limited); Growing Business $15/user/month; Sales Pro $39/user/month; Enterprise custom. Free trial available.

Key Features

  • AI-powered lead scoring and pipeline analytics
  • Phone, email, and meeting integration with context capture
  • Workflow automation for lead assignment and follow-ups
  • Advanced contact enrichment (adds company details automatically)
  • Visual pipeline and forecasting tools

Pros

  • +AI features like lead scoring included at $15/user (not reserved for premium tiers)
  • +Contact enrichment automatically populates company data, reducing manual research
  • +Strong mobile app with offline mode (useful for field teams)
  • +Integrates well with common tools (Slack, Zapier, Calendly)
  • +Reporting quality punches above the price point

Cons

  • -Free tier is genuinely limited (5 users max, basic features only)
  • -AI lead scoring requires historical data to be effective (slow start for new orgs)
  • -Interface feels cluttered with too many navigation options
  • -Less mature customization compared to Salesforce or HubSpot
  • -Phone system integration works well but isn't built-in like Close

Verdict

Freshsales is the best value CRM for SMBs that want modern AI features without enterprise pricing or complexity. Start on the free tier to test fit, but plan to upgrade once you have deal history for AI scoring to work effectively.

#6

Attio

Best For: Startups with unique sales processes; teams managing complex relationship networks; founders wanting complete customization

Attio takes a different approach: instead of a predefined CRM structure, it's a fully customizable platform where you define your data model first, then build your CRM on top. This flexibility appeals to teams with non-standard sales processes or those managing complex B2B relationships. At $29/user/month (paid tier), it's competitively priced, and the free tier works for small teams or extended trials. The learning curve is steeper than Pipedrive, but the payoff is a CRM that matches your process exactly.

Pricing: Free (limited); Starter $29/user/month; Professional $99/user/month. No per-seat charges on some plans.

Key Features

  • Fully customizable data model (define your own object types and fields)
  • Flexible workflows with no-code automation builder
  • Powerful filtering and segmentation based on any data point
  • Timeline view showing all interactions across channels
  • API and Zapier integrations for extensibility

Pros

  • +Unmatched flexibility—build exactly the CRM your process requires
  • +No limitations on custom fields or object types (unlike platforms with field caps)
  • +Beautiful, modern interface that's pleasant to use daily
  • +Strong for managing complex, multi-stakeholder deals
  • +Free tier is genuinely useful for startups (no contact limits)

Cons

  • -Setup requires more thinking upfront (you can't just use predefined templates)
  • -Smaller user community means less published guidance on best practices
  • -Reporting tools are more basic compared to HubSpot or Salesforce
  • -Phone and email integration less mature than specialized platforms
  • -Not ideal if you want a 'plug and play' solution

Verdict

Attio is the right choice if you're willing to spend 2-4 weeks customizing your CRM to match your exact process. For teams that value flexibility and control over speed-to-deployment, it delivers exceptional value. Not recommended for teams that want to flip a switch and start using their CRM immediately.

#7

Folk

Best For: Account executives managing complex relationships; teams wanting minimal data entry; relationship-driven sales processes

Folk positions itself as a simple CRM that 'does the busy work for you.' It automatically pulls data from emails, LinkedIn, and meetings, then uses AI to surface high-priority relationships and suggest next actions. At $20/user/month (paid tier), it's affordable and requires minimal setup. Folk works best for relationship-focused sales professionals who want the CRM to capture context automatically rather than forcing manual data entry.

Pricing: Free; Pro $20/user/month; Enterprise custom pricing. Multi-month discounts available.

Key Features

  • Automatic data capture from emails, calendar, and LinkedIn
  • AI relationship scoring to identify which contacts need attention
  • Multi-channel interaction timeline (emails, meetings, LinkedIn touches)
  • Suggested next actions based on conversation history
  • Workflow automation for task creation and follow-ups

Pros

  • +Minimal data entry required—Folk captures most information automatically
  • +AI suggestions reduce the cognitive load of deciding next steps
  • +Excellent for professionals with large contact networks
  • +Beautiful, intuitive interface with zero learning curve
  • +Strong LinkedIn integration for prospecting and relationship tracking

Cons

  • -Automation accuracy depends on email format and message context (not 100% reliable)
  • -Less suitable for highly structured sales processes that need discipline
  • -Limited pipeline visualization compared to Pipedrive or Close
  • -Smaller integrations ecosystem than HubSpot or Salesforce
  • -Free tier is quite limited (basic features only, limited data capture)

Verdict

Folk is ideal for relationship-focused professionals and AEs who want a lightweight CRM that works around their existing communication habits. If you need strict process enforcement or complex customization, this won't satisfy that need.

#8

Monday CRM

Best For: Teams already using Monday.com for other departments; organizations wanting unified work management across sales and operations

Monday CRM is the CRM module within Monday.com's work operating system. It appeals to teams already using Monday for project management or other workflows who want to extend that platform to sales. The visual, card-based interface matches Monday's philosophy. However, compared to dedicated CRM platforms, it lacks some sales-specific features like email integration and activity tracking. Pricing is custom, so you'll need to contact sales for specific quotes.

Pricing: Custom pricing (part of Monday.com ecosystem); typical range $30-100/user/month including various modules

Key Features

  • Visual kanban board for deal pipeline management
  • Customizable templates for different deal types
  • Automation workflows built into Monday ecosystem
  • Integration with Monday's project management tools
  • Flexible views (board, table, timeline, calendar)

Pros

  • +Seamless integration if your team already uses Monday.com
  • +Flexibility to customize boards and workflows extensively
  • +Great for teams wanting unified work management across departments
  • +Strong reporting and data analysis tools
  • +Good for visualizing complex processes with multiple stakeholders

Cons

  • -Custom pricing makes it hard to compare value; often more expensive than dedicated CRMs
  • -Email integration and activity tracking less mature than Pipedrive or HubSpot
  • -Learning curve if teams aren't already familiar with Monday's interface
  • -Phone features non-existent (no dialer or call recording)
  • -Smaller dedicated sales community (users often come from project management background)

Verdict

Monday CRM makes sense only if you're already deeply invested in Monday.com and want to consolidate your tool stack. As a standalone CRM choice, dedicated platforms offer better sales-specific features at comparable or lower prices.

Frequently Asked Questions about best crm software for sales teams

The most important feature depends on your sales methodology, but email integration and activity tracking rank high across teams. A CRM must capture interactions automatically (emails, calls, meetings) so your team spends time selling, not logging data. Beyond that, look for visibility into your pipeline: can you see which deals are moving and which are stalled? Most teams also prioritize ease of use—if reps hate the CRM, they'll resist it regardless of features. For inside sales teams specifically, built-in calling and SMS reduce tool-switching and keep reps in a single interface. Ask yourself: what manual work will this eliminate? That usually points to the right CRM for your team.

For most SMBs, you should budget $200-500/month total (software + time) in year one. That breaks down as: platform cost ($15-50/user/month × team size) plus 20-40 hours of setup and training (typically 0-200/hour depending on complexity). HubSpot's free tier lets you test for $0 before committing. Salesforce implementations are far more expensive ($5,000-50,000+ for enterprise teams) because customization and change management require external consultants. A common mistake is underestimating training costs—reps need 4-8 hours of hands-on practice before they're productive. Start with a 3-month trial on your top choice, allocate 2-4 hours/week for setup and training, then measure adoption and ROI before scaling. Tools like RevAlign.io can help identify adoption bottlenecks early and optimize your implementation.

Price alone is a poor predictor of value. A $10/user/month CRM that your team refuses to use because it's clunky costs infinitely more than a $50/user/month platform that saves each rep 2 hours per week. Factors worth paying premium pricing for include: email integration quality (which reduces manual logging), pipeline analytics that actually reveal forecasting insights, and mobile functionality for field teams. For instance, Pipedrive at $14.90/user is often more valuable than Freshsales at $15/user because Pipedrive's interface gets reps to use it consistently. Conversely, if you need AI lead scoring or complex workflow automation, Freshsales or Close justify higher prices. Evaluate on cost-per-rep-per-hour-saved, not just per-seat cost. Run pilots with your top 2-3 choices for 30 days, then measure adoption rates and time-to-productivity before deciding.

A CRM is the database that stores your relationships, deals, and activity history. A sales engagement platform (like Outreach or Salesloft) is a tool that sits on top of your CRM and automates outreach campaigns, manages cadences, and tracks engagement sequences. Most CRMs now include light engagement features (email templates, basic automation), but dedicated engagement platforms offer far more sophistication: multi-touch campaigns, AI-powered timing, A/B testing, and integration with multiple communication channels. For SMBs, you typically start with a feature-rich CRM (HubSpot, Pipedrive, Freshsales) and add a dedicated engagement platform later if you have high-volume prospecting. For enterprise teams with large SDR organizations, the engagement platform often becomes the primary tool SDRs use, with the CRM serving as the backend database. Avoid buying both immediately—choose a CRM first, then assess whether your team needs engagement tools based on actual workflow gaps.

Adoption failure is the #1 reason CRM implementations miss expectations. Three tactics drive adoption: (1) Reduce friction—choose a CRM with an intuitive interface and minimal data entry (Folk and Pipedrive excel here). (2) Tie it to compensation—have your AE bonus structure pull data from the CRM (deals, pipeline stage, activity count) so reps have personal motivation to keep it updated. (3) Start narrow—don't try to implement all features at once. Begin with basic deal pipeline tracking, get that working for 30 days, then add email integration, then automation. Rolling rollout prevents overwhelm. Also, identify a CRM champion on your team—someone who's enthusiastic about the tool and can help peers troubleshoot. One internal advocate is often more persuasive than top-down mandates. Finally, measure adoption weekly (% reps with 5+ activities logged, % of deals with updated stage) and address gaps immediately. If reps are resisting a specific feature, dig into why—often it's a process mismatch rather than a tool problem.

Conclusion

The best CRM for your sales team depends on your team size, sales methodology, and budget—but the answer is almost never 'all things to all people.' For SMBs starting out, we recommend Pipedrive if you want simplicity and speed, HubSpot if you want to eventually integrate marketing and service, or Close if your team lives on the phone. For startups with unusual sales processes or complex relationship management, Attio's flexibility justifies its setup time. For enterprises with the budget and IT resources to implement properly, Salesforce delivers unmatched customization and AI capabilities. For teams wanting AI features without enterprise complexity, Freshsales offers surprising value at $15/user/month.

The second-order decision is execution. The CRM you pick matters less than whether your team actually uses it. Test your top 2-3 choices with a 30-day pilot, measure adoption rates and time-to-productivity, then commit to one platform for at least 6 months. Switching constantly signals to your team that the CRM isn't important and wastes implementation effort. Once you've chosen, allocate 20-40 hours in month one for setup and training—this investment pays dividends in adoption and data quality.

Finally, remember that your CRM is only as valuable as the data inside it. Clean, current contact data and consistent deal tracking unlock insights that drive revenue. If your current CRM struggles because of poor data practices, that problem follows you to the next platform. Start with process discipline first, then layer in tools that reinforce good habits. For teams needing help structuring their sales process or CRM implementation, consultants specializing in sales operations can accelerate time-to-value significantly.

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